Role Overview
At Tentang Anak, we move fast because we serve 80 million Indonesian children and families whose needs can't wait. As we scale our offline business, we are looking for an RTM Manager to own our route-to-market from the national distributor relationship down to the individual store shelf.
This role owns the distributor relationship at both levels. You will lead our Area Sales Managers (ASMs), who manage their assigned stores and work with the distributor's regional branch heads in their area. At the same time, you will manage the distributor's head-office representative who governs our nationwide performance metrics. The job is to make sure our products are available, visible, and selling in every store we reach. We are looking for someone who is equally comfortable in the field and in the numbers, and who runs distribution as a system rather than a series of fixes.
Key Responsibilities:
- Distributor Relationship Management (Head Office) Own the relationship with our national distributor at head-office level. Manage the distributor's head-office representative, govern nationwide performance metrics, and hold execution standards across all regions.
- Field Sales Leadership Lead, coach, and manage a team of Area Sales Managers. Each ASM manages their assigned stores and works with the distributor's regional branch heads in their area. Build ASM capability and hold clear, measurable accountability.
- Coverage & Outlet Expansion Drive store coverage and New Outlet Opening (NOO) across specialty (baby) stores, MTI, and medical channels. Close coverage gaps and grow penetration nationwide.
- Inventory & DOI Governance Govern distributor inventory health. Keep DOI within target range per SKU per regional hub so we protect availability without overstocking, balancing fill rate and working capital.
- Sellout & Offtake Performance Own sellout velocity from distributor to retailer and drive offtake at the shelf. Diagnose slowdowns to root cause, separating distribution and execution issues from demand issues, and act on what you find.
- Sales Operations & Reporting Set up disciplined sales operations, a clear reporting cadence, and defined metrics for field and head-office performance. Build repeatable systems, not personal heroics.
- Cross-Functional Collaboration Partner with Supply Chain, Finance, and Trade Marketing to align stock flow, trade spend, and commercial plans with on-ground execution.
Qualifications:
- 8+ years of sales experience in FMCG or consumer goods, with hands-on experience in national distributor management and field sales team leadership
- Track record managing a distributor relationship at both head-office and regional or branch level
- Strong command of RTM fundamentals: coverage, NOO, DOI, and sell-in, sellout, and offtake dynamics
- Experience leading and coaching a multi-region field team (ASMs or equivalent) with clear accountability
- Data-driven, comfortable governing performance through metrics and reporting rather than intuition
- Solid grasp of Indonesian offline retail across specialty (baby) stores, MTI, medical channel, and National Key Accounts (NKA)
- Strong communication and stakeholder skills, with enough presence to be taken seriously by senior distributor personnel
